SOURCE: Cutting Edge Information

September 27, 2007 06:28 ET

Pharmaceutical Companies Reducing Sales Rep Mirroring

RESEARCH TRIANGLE PARK, NC--(Marketwire - September 27, 2007) - Reacting to the pleas of doctors who can no longer deal with enormous numbers of sales reps vying for their time daily, pharmaceutical companies have recently cut down on how many reps are responsible for calling on each target doctor. In Cutting Edge Information's new report, "Pharmaceutical Sales Management 2008," available at http://www.PharmaSalesManagement.com, survey results reveal that fewer reps from each company call on an individual doctor today when compared to two years ago.

Two years ago it was not unusual for the average high prescribing doctor have more than four reps from each company calling on them. Now the average is closer to three reps from each company per high value doctor. This trend started when industry leaders like Wyeth and Pfizer made bold moves to reduce the mirroring of reps in their field forces. This study reveals that the shift in strategy has spread to other companies as well.

The report, available at http://www.pharmasalesmanagement.com, examines pharmaceutical companies' sales investment, structure, strategies, and field tactics. Compiled from interviews and surveys with sales leaders at top performing pharmaceutical companies, the report allows drug companies to compare and improve their own sales strategies.

"When the dust started to settle towards the end of the pharmaceutical sales arms race, companies started hearing that many of the top doctors were unhappy that their waiting rooms had as many sales reps in them as patients," says David Richardson, senior analyst at Cutting Edge Information. "Sales leaders are responding to their targets by pulling back on their mirrored strategies and trying to get back to the more personal relationships that were the norm with doctors prior to the massive expansions that occurred in the last ten or so years."

"Pharmaceutical Sales Management 2008" explores the latest trends, budgets and strategies of top pharmaceutical companies. Key metrics in the report include:

--  Budgeting and Financial Support
--  Structure and Headcounts
--  Product Prioritization, Territory Alignment and Coordination
--  Sales Operations and Contract Sales
--  Training and Development
--  Sales Compensation and Reward Programs
--  Rep Activities
--  Segmenting and Targeting
--  Overcoming Reduced Physician Access
--  Optimizing Time Earned with Physicians
    

To download a free, online summary of this report, visit http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH103_Download.asp#body.

Contact Information